Recent Episodes
Nov. 14, 2024
B2B appointment setting - worst advice ever (09)
Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this episode I’ll offer a contrarian opinion and say that is th…
Oct. 27, 2024
How much sincerity must be faked to earn trust? (08)
How much sincerity must you fake to earn trust? That is the topic of today’s podcast. Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you. It’s not lousy lists or the…
Oct. 20, 2024
Why do salesreps resist change? (07)
People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is people’s ability to rationalize why they don’t have to c…
Oct. 13, 2024
Define target audiences: How tight target market profiles BOOM your business
Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays e…
Oct. 6, 2024
B2B Cold Outreach: Seek to Activate, Not Implant (05)
You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom. That's the advantage you get when your messaging seeks t…
Oct. 1, 2024
Failure leads to success (04)
Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never reach your full potential. If you are in sales, you will b…